In this profession, we’re (all, to some extent) notorious for talking about the wins.

The massive deal we closed.

That kick-ass demo we did.

The multi-year contract that just got flipped back from a name-brand logo.

President’s Club, awards, recognition.

Hell, we slam a gong when something goes our way!

There’s no silver bullet for having the perfect meeting with prospects. But there are some core tenets that will allow you to make more of them good (if not great), and less of them, well, suck.

Be nice.

This is the easiest way to build social currency. Being nice costs absolutely nothing and it plays to the very core of what makes us, well, us. Humans are social mammals; we (largely) enjoy being around others and being likeable is a short circuit way to build that sense of community, belonging, and subsequently get folks to take actions on your behalf.

Generating revenue in a predictable fashion is not trivial. Very few, if any businesses in a capitalist society exist to purely be a hobby. Entrepreneurs feed themselves and their families via the businesses they create. They put a roof over their head, employ others, have a calling or sense of purpose, and deliver value to society.